Petco seeks to better integrate ecommerce into its business through what it calls “integrated omnichannel” as its net sales and comparable sales each decreased in its fiscal Q4 and 2025 overall.
In its fiscal Q4, Petco net sales decreased 2.4% year over year, to about $1.52 billion in 2025 from $1.55 billion in 2024. For its full-year 2025, Petco net sales decreased 2.5% to $5.96 billion from about $6.12 billion.
The story was different when it came to comparable sales at Petco, which include those from stores Petco operated in the prior year along with those from ecommerce.
Petco comparable sales decreased 1.6% in its fiscal Q4 and 1.6% for 2025 as a whole. In both cases, the decline was smaller than for net sales, indicating the revenue benefits of shutting 16 stores, executives noted.
CEO Joel Anderson told investors on Petco’s Q4 earnings call that the retailer has “been laser-focused on improving productivity of our existing locations.”
Petco finished its fiscal Q4 2025, which ended Jan. 31, 2026, with 1,382 stores in the U.S.
The omnichannel approach is part of a four-prong strategy Petco is adopting. Anderson described the four parts as:
- Compelling product. Anderson said Petco plans to lean into that through newness, brand launches and expanding its own brand.
- Services at scale. That means leveraging Petco’s wholly owned vet grooming and training ecosystem, according to Anderson.
- Trusted store experience. This is where Petco focuses on driving traffic, engagement and basket — in physical stores and via ecommerce.
- Omnichannel model. Petco plans to improve convenience, loyalty and repeat behavior, according to Anderson.
Petco is No. 79 in the Top 2000 Database. The database ranks North America’s largest online retailers by their annual ecommerce sales and more.
How Petco is approaching ‘integrated omnichannel’ experiences
Anderson said one of Petco’s approaches toward growing ecommerce sales is what he referred to as “integrated omnichannel.”
“We call it integrated omnichannel because a significant portion of customer transactions leverage a combination of our digital capabilities and our stores,” Anderson said. “We made great progress in 2025, fixing our foundation, including minimizing unprofitable sales improving ecommerce fill rates, fixing page load time and adding new capabilities. While we will keep making improvements, it is time we start to grow our digital capabilities in 2026.”
One of Petco’s “biggest opportunities,” according to Anderson, is increasing its marketing. He said Petco will “relaunch” its loyalty program layer in 2026. The retailer’s goal is to offer a more personalized and relevant loyalty experience that integrates with Petco’s mobile app, he said.
He said Petco’s results from a pilot of the relaunch that ended in December “were encouraging.” The next wave of the pilot began in early March, he said. And in October, Petco opened up its retail media network advertising to outside brands.
Anderson said a key omnichannel growth initiative at Petco is the ability for repeat delivery customers to pick up their online orders in store. The offer, called BOPIS (buy online, pick up in store), encourages customers who purchase fresh food from Petco to visit physical stores more often, he said.
“This is an example of us leveraging omnichannel model to maximize our growth opportunity,” Anderson said. “We believe this will aid in growing traffic, conversion as well as basket size.”
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